How ‘The Firm’ Can Assist
Robert Pay is a Contract Business Development Director at Alvarez & Marsal.
For consultants less comfortable with business development it’s helpful to think in terms of ‘the firm’ and what ‘the firm’ can do to assist a client.
Get comfortable through role-playing.
Gain a business development vocabulary that works for you.
It’s just a phone call. It’s how business gets done.
Today in-house legal departments are aware of what specific legal services should cost.
The ability to manage projects is linked to price. Project management is still a foreign discipline in law firms.
Look within existing clients and your personal network and hitch your star to someone you like – and who likes you.
Professionals like other professionals. Network with others non-competitors who focus in your niche.